ENHANCING THE CHANCES OF WINNING A TENDER FOR CONTRACTORS

Abstract

Contractors often faced the problem of securing projects due to the intense price-bidding competition among bidders for the same project. This study focuses on ways to enhance the chances of winning a tender and it examines the strength of relationship between the selected contractor selection criteria and the contractors’ confidence level of winning the tender. In this study, eight hypotheses are formed to identify how influential is each of the selected contractor selection criteria so that contractors could focus their resources and improve on the significant criteria. Data are collected through interviews and questionnaires after conducting exploratory and pilot studies. A total of 36 sets of completed questionnaire have been received. Descriptive statistics are used to organize and displayed the data and inferential statistics are used to analyze data and interpret from it. Mann-Whitney U Test is performed and it shows that there is statistical significance difference between price level of tender and reputation of contractor, and between price level of tender and understanding of project requirement. The Spearman Rank Correlation Coefficient present safety and quality records of previous works and understanding of project requirements are the influential factors among the eight hypotheses tested. The viewpoint of the consultant team has not been considered and, therefore, the scope of investigation constitutes the limitation of this study. Recommendation in the form of encouraging active participation in tender exercises and a tendering assessment checklist are made to increase the chances of winning the tender for contractors.